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10/11/2024

019. Crush Price Objections (afternoon)

Instructor: Paul Reilly

Level of Complexity: Intermediate
1:30 PM - 4:00 PM

Price objections were the spark that ignited the Value-Added Selling revolution. Even though price objections remain the number one objection salespeople encounter on a daily basis, salespeople are woefully unprepared to deal with them. This results in price-sensitive customers out-negotiating salespeople. You win price wars one price battle at a time. Crush Price Objections arms salespeople with the tactical knowledge they need to prevail in price negotiations—to persist when buyers resist. The specific focus of this program is dealing with price-sensitive customers and protecting margins.
 
Learning Objectives:
  1. Describe the number one reason customers object to price.
  2. Classify the five different types of price objections.
  3. List three strategies to gain a pre-emptive selling advantage.
  4. Demonstrate seven ways to respond to any price objection.

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The Credit Overlord: A Decade of Credit Advice Unleashed, Volume 1

Thea Dudley

The Credit Overlord

 

Embark on an insightful journey through the complex world of credit and collections with Credit Advice Unleashed Volume I, the first installment in an indispensable series. This collection brings together a decade’s worth of Thea Dudley’s highly regarded advice columns, showcasing her unmatched expertise and unfiltered insights. With over 35 years of experience in the building materials and construction industry, Thea Dudley has earned her title as the ‘Credit Overlord,’ offering sharp-witted guidance, practical solutions, and an unapologetically candid approach that professionals in the field have come to rely on.

 

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